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Sales

Director of Sales - Mid Market

SF/Anywhere
Full-time
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Scale is seeking an experienced director of sales to lead growth and impact from the mid-market customer segment. Scale is an AI infrastructure platform that empowers machine learning developers and organizations to build the world’s most ambitious AI solutions.  As part of the leadership team in GTM, you will oversee revenue and impact generated through customers’ use of Scale products. This person will report to the Chief Revenue Officer.

As the Director of Mid-Market Sales, you have experience in:

  • Impact led business growth: Expertise in selling to companies under 2,000 employees and can use and adopt technologies to build a better world. Experience defining requirements and building strategies to effectively scale revenue through early product development, and leading teams focused on impact as well as revenue.  
  • Comfortable in ambiguous environments: You are going to be working on selling products very early in development, iterating on those sales models, and closing marquee customers for our new products.   
  • 5+ years of technology sales experience in the mid-market sales motion and 1-2+ years in a leadership capacity where you have built and/or scaled a team.
  • Technology sales: Expertise in technology sales, distribution, and adoption of complex business models. Scale isn’t a “revenue per seat” sales model. We focus on developer / API focussed technologies, or consumption based technology. Selling to machine learning and data science teams. Having this experience is a plus, but not required. At Scale, customer relationships are dependent on technical performance. 
  • Team Leadership: Builds and leads strong teams. Ability to evaluate teams, develop, and reshape them as necessary while mentoring and inspiring them to drive continually improving results through strong leadership. Define targets, monitor, and accurately forecast business across multiple territories and global regions. 
  • Executive customer engagement: Proven track record of successfully building and expanding customer relationships to new departments and c-suite. 
  • Full revenue impact: Building and scaling high-growth sales teams and supportive programs such as sales enablement, sales engineering, customer success, channel development, and analytics.
  • Self-serve growth: Deep understanding of both sales-led as well as product/self-serve led customer growth strategies. 
  • Cross functional and executive influence: Working cross functionally with Executive Leadership, Product, Marketing, Legal, Finance, Operations, and Compliance to ensure customer success. Demonstrated ability to develop strong consultative relationships with external partners and internal cross-functional teams at all levels. Experience with creating, developing, and communicating executive level materials.
  • Accountability: Quantifying business needs and developing metrics. Proven track record of delivering performance against goals consistently and predictably. Ability to distill complex issues into structured frameworks and concrete action plans.

What?

  • You’ll own Scale’s execution for driving impact through customer growth and success. In this highly visible role, you will own business plans and drive impact from one of our newest segments within Scale. This role is perfect for someone who wants to leave a legacy, put their own unique fingerprints on the organization. 
  • In addition to ownership of new business development and growth, you will be responsible for driving the vision, strategy, and execution of the mid-market segment by growing revenue and assisting in defining product requirements, marketing materials, etc… 
  • Lead a team of experienced account executives, overseeing sales, sales engineering, 
  • Build and grow a high performing team with a focus on evolving team structures and coverage models, recruitment, coaching, and team development. Build new team functions such as customer success and business development reps, as well as new teams in global regions.   
  • Gain support from Scale executives and Scale’s wider go to market leadership teams to drive penetration and customers around the globe. 
  • Partner with Product and Engineering to ensure core functionality and product availability to support new market entry / customer acquisition strategies. 
  • Partner with Marketing to ensure marketing materials are clear and consistent with Scales value proposition. Clearly articulating features and benefits of our products to customers. 
  • Forecast opportunities, drive accountability cross functionally, and most importantly CLOSE DEALS! 
  • Strong sales process skills, you are not afraid of entering details into Salesforce; building dashboards for yourself to manage your team and focusing individuals to capture opportunity data to properly report against. 

Why?

  • This role will be part of the sales team of Scale, led by the Chief Revenue Officer who reports directly to the company’s CEO. You will be a part of a high-growth sales team defining the future of AI infrastructure for customers. 
  • It should be noted that is an opportunity to have impact not just on revenue, but cross functionally within Scale. As we are a new company and building these functions for the first time, it is an opportunity to leave your legacy on an already high growth company. 

Where?

  • This position is available in a U.S.-based Scale hub office (examples: San Francisco, Denver, New York) or remote in the U.S. within 3-hours of Pacific Time. We will work from home during the current pandemic measures. No matter where you are based, you will experience a company that believes in small teams for maximum impact; seeks well-rounded talent to ensure a full perspective on our customers’ experience, understands that this is a marathon, not a sprint; that continuously and purposefully builds an inclusive culture that empowers everyone to do their best work and be the best version of themselves.

Sales Commission

  • Additionally, this role is eligible to earn commissions and eligible to participate in Scale's equity plan.
About Us:
At Scale, we believe that the transition from traditional software to AI is one of the most important shifts of our time. Our mission is to make that happen faster across every industry, and our team is transforming how machine learning can build innovative products. Our products provide access to human-powered data for hundreds of use cases and are used by industry leaders such as Open AI, Lyft, GM, Samsung, Airbnb, NVIDIA, and many more. We’ve recently raised $325 million in Series E funding at a valuation of $7B+ and are expanding our team to accelerate the development of AI applications. 

We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.  

We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's EEO poster and EEO poster supplement for additional information.

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